While it is true that most organizations have a few sales reps who have achieved “superstar” status, these rare breeds are often the exception rather thanthe rule. Successful salespeople are true enigmas, leaving peers and executive management striving to figure out their “secret sauce” to sniffing out opportunities, creating trust, balancing conflicts, imparting value and ultimately closing deals in a seamless fashion. And while superstars do in fact exist in almost every organization, the hard truth is that most salespeople spend too much of their time unproductively to achieve this kind of status.